1. Relationship Sales Specialist
Job Description
Date Created: May 15, 2015
Created By: Stephanie Carruth
Division: Relationship Team
Department: Sales
Report To: Executive Sales Representative
Date Verified:
Job Statement
80% of this team members time should be spent cultivating revenue and enhancing contribution within
the core client accounts. This will include developing and maintaining relationships with Clients
(Consignees) and Vendors (Shippers) of the core clientele, and day-to-day tactical management of the
accounts.
Job Summary
The RSS is responsible for working alongside the Vice President of Client Relationships and the Vice
President of Business Development to service, develop, and cultivate business within the Client accounts
assigned to his/her portfolio. He/She is expected to penetrate existing accounts and sell warm leads.
The RSS maintains metrics, which ONE For Freight will monitor to ensure that coaching can be
completed using quantifiable factors. It is imperative for the person in this role to establish ongoing
rapport with existing Clients. The RSS will assist in developing strong Client relationships within an
assigned portfolio and work with the Client Solutions Team to provide in-depth and unique
transportation solutions for each individual client. He/She is responsible for establishing and developing
current business relationships and ensuring client satisfaction. He/She works with a degree of
autonomy, and actively seeks and follows references attained from existing Clients. He/She will seek out
purchasers and develop working relationships with them. The RSS will work towards exceeding the
predetermined quotas budgeted for the Relationship and exemplify the Core Values defined by ONE For
Freight.
Essential Functions
1. Accountable for on-boarding new Clients and maintaining existing Client relationships, including:
a. Documenting a comprehensive scope of business – a living document to be maintained
and updated on a regular basis

2. b. Maintaining operational scope of business in FLEET Manager Software
c. Maintaining rate tables in FLEET Manager Software
d. Initial set up of Client profile in FLEET Manager Software, including, but not limited to:
i. Accurate E-Mail Address / Contact Information
ii. Shipment Notification
iii. Customs Broker Information
iv. Specific Account Requirements (i.e. reference numbers, etc.)
v. Billing Information
e. Set Up New Locations in Fleet Manager Software
f. ‘Call Ahead’ Process
i. Confirming Locations
ii. Cultivation of opportunities from new shipper/consignee information
iii. Face-to-Face Correspondence
g. Manage the initial start-up of new Client shipments and be accountable for decision
making, before the relationship moves to the management of the Client Solutions
Specialists (e.g. after 3-5 shipments)
h. Training the Client Solutions Specialists with the scope of the business requirements
including the application of rate tables, and educate the specialist assigned to each
individual account
2. Work with the Executive Sales Representatives to identify potential clients, gathering marking
information
3. Collaborating with the Executive Sales Representatives for the creation and maintenance of rate
tables
4. Spot-Quote Rating
5. Escalation Management
a. Act as the first point of contact for issues throughout the shipping process
b. Accountable for the decision to involve the Executive Sales Representative
c. Communicate feedback from the Client to the appropriate members of the ONE For
Freight team
i. Identify the root cause of the issue
ii. Design corrective actions in a collaborative manner
iii. Report all activities to the Executive Sales Representative
6. Maintain conveyance definition unique to the ‘1st
Class Rail’ system
7. Have an active working relationship with the Client Solutions team to develop
vendor/distribution channel partnerships and assisting with various problem-solving strategies
to ensure the best value, pricing, and support for our Clients
8. Monitor and work with internal departments to ensure client transactions are processed
accurately and efficiently
9. Visit potential clients, and act as the face of our organization in the development of new
relationships
10. Provide consultation to Clients regarding their transportation needs – ‘Know the client better
than they know themselves.’

3. 11. Build Client loyalty, ensuring communication is open and efficient
12. Keep up to date on product/industry knowledge
13. Penetrate all targeted accounts and radiate sales from within the Client base
14. Collaborate with the Executive Sales Representative to determine necessary strategic sales
approaches
15. Maintain and expand the organization’s database of prospective Clients
16. Prepare and deliver sales presentations, product/service demonstrations, and other sales-
related activities
17. Make outbound follow-up calls to existing Clients via telephone and e-mail to cross-sell and up-
sell our services
18. Handle inbound, unsolicited, prospect calls and convert them into transactions
19. Emphasize product/service features and benefits, quote prices, discuss credit terms, and
prepare sales order forms and/or reports
20. Investigate and troubleshoot Client Solutions issues
21. Attend bi-weekly sales meetings
22. Attend periodic sales training when applicable
23. Appropriately communicate brand identity and corporate position
24. Cold-call prospective Clients, including those generate by external sources
25. Communicate brand identity internally to pertinent business units, key business partners, and
the Client base
26. Provide input from the Sales department including facts regarding growth, competitive analysis,
market trends, and business environment for strategic planning purposes
27. Setting and meeting performance targets for speed, efficiency, sales, and quality
28. Forecasting and analyzing date against budget figures on a weekly and/or monthly basis
29. Inform Human Resources and sync calendars so Out-of-Office activities are known in advance,
planned and prepared for
30. Complete other job duties as necessary
Job Specifications
 2-3 years experience in sales and/or logistics
 Familiarity with the transportation industry an asset
 Applicable Degree/Diploma in a relatable education program such as Supply Chain
Management, Operations Management, Financial Management/Accounting, etc. – Post-
Undergraduate and Graduate education an asset
 Ability to develop and maintain lasting professional relationships
 In-depth knowledge of ONE For Freight service geographies (Ontario, Quebec, East Coast
(Canada), Central Atlantic, New England, South Central Atlantic, Mid-West, South West)
 Exceptional Communication Skills – must be fluent and literate in English; French language skills
an asset, but not necessary
 Proficiency in professional writing (i.e. sales presentations, marketing reports, financial reports,
client correspondence, procedure documentation, etc.)